Building a Sales Team: Part 3 – Managing “C” Players

In the first post of this series, I stressed the importance of assessing and analyzing your sales team. Through that process, you should emerge knowing who your A, B, and C-level players are. Completing the ABC ranking exercise is often quite enlightening. You see what it takes to become an A Player and the inconsistencies […]

What is a Healthy Debate?

One often hears the term "healthy debate" as a reference to two…

Discover the Purpose Before Setting the Goal

During these times, our zeal to get back to normal and drive…

Do Unto Others….

You know the rest of this important life lesson. As you develop…
two gourmet hamburgers with basil

Stop the Indifference!

I live in a city where a hamburger routinely costs more than…

Three Indispensable Communication Principles

You must “be” before you “do." You can “do” to the…

Run Your Race

From the biblical meaning to the meaning in the movie “Secretariat”,…

Five Steps for Coaching in Action

My previous two posts discuss how important it is to retain employees…

Coaching and Feedback Post-COVID…More is Better

Based on my last blog that dealt with employee retention through…

Retention Through Strong Leadership

Post-Covid, we’ve all experienced a commercial talent drain.…